Document Type : Research Paper
Authors
1 Department of Business management,Kish international Branch,Islamic Azad university,Kish Island,Iran
2 Assistant Professor. Department of Business Management. Faculty of Management and Accounting. Shahr-e-Qods Branch. Islamic Azad University. Tehran. Iran
3 Assistant Professor. Department of Business Management. Faculty of Management and Accounting. South Tehran Branch. Islamic Azad University. Tehran. Iran
4 Peyman Ghafari Ashtiani Associate Professor. Department of Business Management. Faculty of Management and Accounting. Arak Branch, Islamic Azad University. Arak. Iran Abstract
Abstract
The purpose of this research is to present a content-oriented interactive marketing model with the approach of customer knowledge management, while considering the causal, contextual, and intervening variables (factors) in the country's steel industry based on the data theory method of the Foundation. In this research, based on interview tools from experts and senior managers of the steel industry, 98 factors related to content-based marketing and research variables have been identified, and structures related to each variable have been presented using open, central, and selective coding methods. In the next step, based on the analysis of the data obtained from the questionnaire, the confirmatory factor analysis method with the PLS technique was applied. The factor load and combined reliability for the research variables were calculated to be above 0.4 and 0.7, respectively. As a result, the validity of each construct related to the factors, the strategies, and implications of the research model were approved. Then, using the method of structural equations and estimation of the final model, causal factors, contextual factors, customer knowledge management strategy, and intervening factors were confirmed as the first to fourth most influential on content-based interactive marketing in the final research model. Finally, while presenting the research model with optimal overall goodness of fit, attention is drawn to the effects and consequences of the model, including: internal and corporate consequences, competitive advantage, brand experience management, and customer and market consequences that are suggested.
Keywords
- content-oriented interactive marketing
- causal variables
- contextual variables
- intervening variables
- customer knowledge management
- consequences of the model
- steel industry
Main Subjects
- Anjala, S. K., Dwivedi, Y. K., Bindu, N., & Satheesh Kumar, K. (2021). A broad overview of interactive digital marketing: A bibliometric network analysis. Journal of Business Research, 131, 183-195.https://doi.org/ 10.1016/j. jbusres. 2021.01.061
- Atmaja, B. S., Susilo, A., & Budi, L. (2016). The effect of brand DNA on interactive marketing: Perspective of junior lecturers from the Faculty of Economics of a Catholic University. Procedia - Social and Behavioral Sciences, 224, 459-466. https://doi.org/10.1016 /j. sbspro. 2016.05.456.
- Behera Rajat, K., Bala, P. K., & Rana, N. P. (2024). Assessing the intention to adopt computational intelligence in interactive marketing. Journal of Retailing and Consumer Services, 78, 103765. https://doi.org/10.1016/j.jretconser.2023.103765.
- Billy Surya Atmaja, S., Susilo, A., & Budi, L. (2016). The effect of brand DNA on interactive marketing: Perspective of junior lecturers from the Faculty of Economics of a Catholic University. Procedia - Social and Behavioral Sciences, 224, 459-466. https://doi.org/10.1016/j.sbspro.2016.05.441
- Boerman, S. C., Kruikemeier, S., & Zuiderveen Borgesius, F. J. (2017). Online behavioral advertising: A literature review and research agenda. Journal of Advertising, 46(3), 363-376. https://doi.org/10.1080 /00913367.2017.1339361.
- Brockmann, E. N., & Anthony, W. P. (2022). Tacit knowledge and strategic decision-making. Group & Organization Management, 27(4), 436-455. https://doi.org/10.1177/1059601104264004.
- Cogan, L. S., Schmidt, W. H., & Guo, S. (2023). Using institutional data and messages on social media to predict the career decisions of university students: A data-driven approach. Education and Information Technologies, 28(3), 1405-1423. https://doi.org/10.1007/s10639-022-11092-7
- Czarnecka, B., & Mogaji, E. (2019). How are we tempted into debt? Emotional appeals in loan advertisements in UK newspapers. International Journal of Bank Marketing, 38(3), 756-776. https://doi.org/10.1108/IJBM-07-2018-0183.
- Foushai, A., & Kozimski, J. (2019). Marketing managers in the age of AI: A multiple-case study of B2C firms. Retrieved from. https://www.diva-portal.org/smash/get/diva2:1333578/FULLTEXT01.pdf.
- Hudson, S., Roth, M. S., Madden, T. J., & Hudson, R. (2015). The effects of social media on emotions, brand relationship quality, and word of mouth: An empirical study of music festival attendees. Tourism Management, 23(2), 75-98. https://doi.org/10.1016/j. tourman.2015. 03.009.
- Kumar Behera, R., Bala, P. K., & Rana, N. P. (2024). Assessing the intention to adopt computational intelligence in interactive marketing. Journal of Retailing and Consumer Services, 78, 103765. https://doi.org/10.1016 /j. jretconser.2023.103765.
- Kumar, V., Rajan, B., Venkatesan, R., & Lecinski, J. (2019). Understanding the role of artificial intelligence in personalized engagement marketing. California Management Review, 61(4), 135-155. https://doi.org/10. 1177/ 0008125619869177.
- Kuo, Y.-F., & Chen, F.-L. (2023). The effect of interactivity of brands’ marketing activities on Facebook fan pages on continuous participation intentions: An S-O-R framework study. Journal of Retailing and Consumer Services, 74, 103446. https://doi.org/10.1016 /j.jretconser. 2023.103446.
- Leyuod, S., Stankovska, A., & Efremova, T. (2018). Artificial intelligence and marketing. Entrepreneurship, 6(2), 298-304. https://doi.org/10.1515/ entm -2018-0021.
- Paramita, W., Huynh Ba Chan Nhu, Liem Viet Ngo, Quan Ha Minh Tran, & Gregory, G. (2021). Brand experience and consumers' social interactive engagement with brand page: An integrated-marketing perspective. Journal of Retailing and Consumer Services, 62, 102611. https://doi.org/10.1016/j.jretconser.2021.102611.
- Peltier, J.W., Dahl, A.J., Drury, L., & Khan, T. (2024). "Cutting-edge research in social media and interactive marketing: a review and research agenda." Journal of Research in Interactive Marketing. doi: 10.1108/JRIM-02-2024-0074.
- Rabin, J. (2019). Towards ethical financial innovation and inclusion: Implications of AI targeting on vulnerable individuals seeking payday loans. Presented at FinTech, Artificial Intelligence and the Law Conference, Liverpool John Moores University. Available at https://gala.gre.ac.uk/id/eprint/26150.
- Simon, H., Roth, M. S., Madden, T. J., & Hudson, R. (2015). The effects of social media on emotions, brand relationship quality, and word of mouth: An empirical study of music festival attendees. Tourism Management, 23(2), 75-98. https://doi.org/10.1016/tourman.2015.03.009.
- Walker, C. O., & O'Reilly, C. S. (2004). Marketing strategy: A decision-oriented approach. M. Erabi & D. Izadi (Trans.). Tehran: Cultural Research Office.
- Widya Paramita, H., Huynh Ba Chan Nhu, Liem Viet Ngo, Quan Ha Minh Tran, & Gregory, G. (2021). Brand experience and consumers' social interactive engagement with brand page: An integrated-marketing perspective. Journal of Retailing and Consumer Services,62,102611.https://doi.org/10.1016/ jretconser. 2021.102611
- Ying-Feng Kuo, & Fei-Lung Chen. (2023). The effect of interactivity of brands’ marketing activities on Facebook fan pages on continuous participation intentions: An S–O-R framework study. Journal of Retailing and Consumer Services, 74, 103446. https: //doi.org/10.1016/j.jretconser.2023.103446
- Dadras, Leila; Feyzi, Mohammad, and Dadras, Taghi. (2015). "Examining the Interactive Relationship of Political Marketing Dimensions and Its Weighted Impact on Public Participation of Ardabil Citizens," International Conference on Economy, Management, and Iranian Islamic Culture, Volume: 1, Issue: 2. Doi: https://www.sid.ir/paper/ 823255/fa. (In persian).
- Emami, Kamelia; Kheiri, Bahram, and Momeni, Mandana. (2023). "Identifying Antecedents of Comprehensive Strategic Marketing Planning in Online Businesses," Commercial Studies, Volume 21, Number 120 - Serial Number 120. August and September 2023, pp. 117-148. doi: 10.22034/BS.2022.560592.2620. (In persian).
- Kotler, Philip, and Armstrong, Gary. (2010). Principles of Marketing, Volume I, Translator: Mehdi Zare, Tehran: Modir-e-Farda, pp. 8-11. (In persian).
- Mahmoodi, Edris; Sarhangi, Kamran, and Mohammadzadeh Alamdari, Mehrdad. (2023). "Examining the Role of Customer Relationship Management in the Relationship between Customer Knowledge Management and New Product Development (Case Study: Industrial Companies in the Plastic Sector)," Journal: Organizational Knowledge Management, Volume: 6, Issue: 3 (Serial 22), pp. doi: 81-118. 20.1001.1.26454262.1402.6.3.3.8. (In persian).
- Ranjbarian, Bahram; Rashid Kabli, Majid; Sanaei, Ali, and Hadadian, Alireza. (2012)."Analysis of the Relationship between Perceived Value, Perceived Quality, Customer Satisfaction, and Repurchase Intention in Chain Stores of Tehran," Journal of Business Management, Volume: 4, Issue: 11, pp. doi: 55-70. 10.22059/JIBM.2012.28613. (In persian).
- Seyfollahi, Nasser, and Movahed, Seyyed Mohammadreza. (2022). "Analyzing the Effect of Customer Knowledge on Improving Service Quality in the Hospitality Industry with the Mediating Role of Customer Relationship Management," Journal: Public Management Research, Volume: 15, Issue: 55, pp. doi: 155-178. 10.22111/ JMR.2021. 38250.5456. (In persian).
- Taheri Kia, Fariz, and Maschi, Mehdi. (2011). "The Impact of Retail Communication Efforts (Direct Mail, Preferential Behavior, Tangible Rewards) on Consumer Behavior Attitudes at Hyperstar Stores in Tehran," Journal: Public Management Research, Volume: 16, Issue: 62, pp. 121-135. doi: https://www.magiran.com/p1294815. (In persian).
- Walker, C. O., et al. (2004). Marketing Strategy: A Decision-Oriented Approach, Translators: Seyyed Mohammad Erabi and Davoud Izadi, Tehran: Office of Cultural Research. (In persian).